- Promise of increased margins.
- Increase win rates.
- Increase share of wallet.
- Customer retention.
- Fear of rapidly commoditizing core market.
Regardless of the reason, over 60% of the companies that attempt to transition from selling products/services to selling solutions fail. How can this be?
- Targeting the wrong customers.
- Failing to create a solution that is more compelling than the customer's alternatives.
- Cross functional teams are not capable of delivering the solution.
- The need to radically change your selling approach.
- Failing to understand the "pain/gain" trade-offs.
Ingenium Partners understands these issues, including the "pain/gain" trade-offs, and has assisted many clients who have succeeded in the transition from selling products to selling solutions. Don't let your company be one of the failures.